Seven Subjects to Master to Drive Enterprise Channel Sales

By Darryl K. Taft  |  Posted 2014-08-20

Sales is hard. Sales in the channel is harder. And with the avenue continuing to grow in importance and revenue potential, companies are putting more and more emphasis on channel sales. This, in turn, puts pressure on the channel sales team to increase the volume of leads and conversions. That's not as straightforward as it sounds—driving sales in the channel is no easy task. The challenge stems from the fact that resellers work with numerous companies at the same time, and channel sales reps simply don't have the capacity to learn the minutiae of each provider's offerings. However, there are ways that companies can help their channel sales teams fill the funnel. Taking the time to equip your channel partners with the tools they need to succeed in sales means increased conversions, higher revenue and happy partners. This eWEEK slide show, based on our own analysis and insight from Patrick van Boom, chief marketing officer at TIE Kinetix, reveals the subjects companies need to pass in order to ensure they graduate with a 4.0 in channel sales. And if the sales team wins, everyone wins.


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